APICS International Channel Partner Program Overview

15 Pages·2016·0.49 MB·English

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APICS International Channel
Partner Program Overview

Effective January 1, 2014

©APICS Confidential and Proprietary Version 5.0 Published July 2016
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Table of Contents

I. Purpose.................................................................................................... pg. 3

II. Program Goals........................................................................................ pg. 3

III. Program Structure.................................................................................. pg. 3

IV. Eligibility................................................................................................. pg. 7

V. Program Benefits.................................................................................... pg. 8

VI. Guidelines and Responsibilities............................................................. pg. 8

VII. Branding Guidelines............................................................................. pg. 11

VIII. Becoming an International Channel Partner....................................... pg. 12

IX. Contact Information............................................................................... pg. 14
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I. Purpose of Program

APICS' International Channel Partners provide an important reliable structure to deliver APICS
products and services, combined with the International Channel Partners' services, instruction,
professional development and local expertise, to individuals in the supply chain profession and
to those pursuing a career in supply chain.

APICS and its International Channel Partners share a set of common goals, including: (1) to
enhance the reputation and ensure the quality of APICS services and products; (2) to help
motivated individuals in the supply chain profession, and those interested in pursuing a career in
supply chain, expand their knowledge and capabilities through learning, certification, networking
and other professional development opportunities; (3) to assist companies in optimizing their
supply chain and operations management through investment in education and certification of
their workforce; (4) to improve the overall quality, sustainability and effectiveness of supply
chains and supply chain professionals worldwide.

APICS’ mission is to build and validate knowledge in supply chain and operations management.
APICS enables its community of members, affiliates, and customers to lead in the global
marketplace. International Channel Partners are a key component to achieving this mission on
a global scale and are a vital component of the organization's international strategy.

II. Program Goals

The goals of the International Channel Partner program are:

 To increase access to APICS products and services on a global basis.
 To increase and add value to APICS membership.
 To provide an official, trustworthy and uniform resource for APICS certification and
education seekers.
 To jointly deliver research, career resources, professional development and education
opportunities across an expanding geographic footprint.
 Increase awareness of and protect the APICS brand.

III. Program Structure

The International Channel Partner program discussed within this document exists outside of the
United States, Canada and Mexico, where a Chapter structure exists to meet many of the same
goals as the International Channel Partner program.

The International Channel Partner program can be divided into two types of organizations:

Non-profit, Non-governmental Organizations (NPNGOs)

International Channel Partners that are identified as NPNGOs are organizations who
operate within a defined geographic area and are primarily motivated to create and
provide services to a community of supply chain professionals, either focused broadly on
supply chain or more narrowly on a single aspect of supply chain (logistics, procurement,
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Etc...). These organizations offer APICS products and services, but may also offer joint-
membership with APICS and generally offer career services, professional development
opportunities, continued learning, certification maintenance opportunities, conferences,
seminars and networking opportunities.

For-Profit Organizations (FPOs)

International Channel Partners that are identified as FPOs are organizations who
Operate within a defined geographic area and offer APICS products and services to
their customers. These organizations are primarily consulting firms or educational
services firms that provide a wide range of products and services that include the
APICS' portfolio. These organizations cannot offer joint-membership with APICS, as
they are not membership organizations. Their business focus is on a mix of individual
and corporate clients seeking to improve individual career competitiveness and
competency and corporate supply chain optimization.

Both types of International Channel Partners are critical to the success of APICS and to achieve
broad distribution of the APICS Body of Knowledge, products and services to meet worldwide
demand.

APICS' International Channel Partner program includes two tiers of International Channel
Partnership:

International Channel Partner

An International Channel Partner is an independent entity, either NPNGO or FPO that
has executed an agreement with APICS to provide a set of products and services.
International Channel Partners are authorized and encouraged to market themselves as
'APICS Channel Partners' and a specific graphic mark is available for this use, under
license. International Channel Partners may offer APICS' products and services only in
the geographic area (with exceptions outlined below under ‘Geographic Area') that are
defined in their Agreement with APICS.

Only NPNGO International Channel Partners may offer joint-membership with APICS.
All International Channel Partners may market, promote and sell:
 APICS Membership
 APICS Dictionary
 APICS Research & Reports
 APICS Courseware
 APICS Certification Exam Credits

Some International Channel Partners may also offer Certification Maintenance
programs. Pre-authorization of Certification Maintenance programs is required.
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For the products and services mentioned, the International Channel Partner receives
International Channel Partner pricing from APICS and shall determine their own pricing
to end customers. International Channel Partner pricing reviewed annually and is
subject to change. Meanwhile, APICS will publicly communicate an APICS Published
Price for all products and services.

International Channel Partners are required to meet minimum program guidelines,
which will be audited annually by APICS Channel Services department. Failure to
achieve minimum guidelines may result in termination of their agreement.

International Premier Channel Partner

An International Premier Channel Partner is identical in definition to an International
Channel Partner but for three exceptions:

1.) International Premier Channel Partners receive preferred pricing.

2.) International Premier Channel Partners may resell materials to International Channel
Partners within their geographic area.

3.) International Premier Channel Partners are required to meet more aggressive
premier program guidelines to maintain their International Premier Channel Partner
status. These premier program guidelines will be developed and audited annually by
APICS Channel Services department with inputs from the International Premier
Channel Partner. Failure to achieve these PPGs may result in a status transition to
International Channel Partner. APICS reserves the right to determine whether an
International Channel Partner meets the guidelines to be an International Premier
Channel Partner at its sole discretion.

Minimum Program Guidelines (MPGs) and Premier Program Guidelines (PPGs)

All International Channel Partners will be required to meet MPGs annually. These MPGs provide
the basis for the designations 'Channel Partner' and 'Premier Channel Partner', with the
guidelines for the International Premier Channel Partner being more aggressive. These will be
developed by APICS Channel Services department with input from the International Channel
Partners and Premier Channel Partners.

PPGs will vary to ensure that PPGs account for the maturity and size of each geographic area,
past performance as well as variables related to NPNGO/FPO status.

Minimum Program Guidelines for all International Channel Partners

a. ICP must use APICS marks and branding according to the APICS style-guide and APICS Channel
Partner Identity Standards.

b. As per terms of the agreement, ICP must use APICS Recognized Instructors, or instructors that have
submitted their application to the APICS Instructor Program and are pending a decision. Only
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APICS Recognized Instructors that are certified in the program of instruction may deliver that
course, where it is required by APICS. For example: Customer Focused Supply Chain Management
does not have a specific APICS instructor requirement at this time, while Lean Enterprise Workshop
does. APICS may revise the instructor program guidelines from time to time.

c. ICP must update their partner connect information when contact and address details change, and
post their events on the APICS Partner Connect. Events may be posted for as far into the future as
the partner deems appropriate, but a minimum of events for the next quarter (3 months) should be
posted at all times. Blanket and ‘evergreen’ event postings with no dates assigned do not qualify.

d. ICP must be familiar with C-Box and be actively using the APICS marketing material and templates
made available (brochures; flyers; advertisements, presentations, etc.)

e. ICP must notify APICS if it intends to actively promote in a geographic area outside the terms of
their agreement and where other APICS ICP partners are present.

f. ICP must meet the payment terms and keep their account with APICS in good-standing at all times.

g. ICP must notify APICS of any infringements of APICS Intellectual Property (IP) rights known to
them, and be prepared to assist with providing evidence in such cases.

h. All ICPs must at a minimum provide evidence to support a minimum number of 26 participants on
APICS certification or related courses within a twelve (12) month period.

i. ICPs must abide by the terms of the International Channel Partner Agreement.

Geographic Area

The International Channel Partner agreement is an agreement between the International
Channel Partner and APICS to offer and promote APICS products/services in the specific
geographic area indicated in the agreement.
 The geographic area is typically the country in which the International Channel
Partner is legally incorporated

 The International Channel Partner is only allowed to offer or promote APICS
products and services in their geographic area, with the following exceptions:

 If an International Channel Partner is engaged by an existing company/customer within
their geographic area to provide APICS products/services outside of their geographic
area, they may do so.

 An International Channel Partner may promote APICS products/services in a country
where no International Channel Partner exists, without a separate agreement and with
prior approval from APICS. However, the International Channel Partner must cease
promotion, or seek approval to continue, if an International Channel Partner emerges in
that geographic area.
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 An International Channel Partner may establish a new geographic area to offer and
promote APICS products/services by establishing a presence and incorporating in a new
country; applying for International Channel Partnership; and meeting all of the guidelines.
Approval of all International Channel Partnership applications is at the discretion of
APICS.

IV. Eligibility

Applications to become an International Channel Partner are received on a rolling basis and are
reviewed on a case-by-case basis. Although minimum application guidelines are
Established, APICS reserves the right to reject any International Channel Partner application
for any reason.

Organizations applying to become an International Channel Partner should:

 Be an established training, education, or consulting organization. The organization's
focus should be on products and services for supply chain and operations management
professionals. It may be a NPNGO or FPO.

Or

 Be an established professional association or trade association. The association's focus
should be on serving the supply chain and operations management community of
professionals and/or companies’ supply chain interests.

All applicant organizations should:

 Be physically located in the country/geographic area where it is applying to become an
International Channel Partner;
 Be an existing, incorporated or registered organization in good standing;
 Have at least one year of experience in the proposed market and evidence of financial
stability;
 Employ or independently contract with current, certified APICS instructors who have
experience in the geographic area and actively participate in the APICS Instructor
Development Program.
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A complete list of guidelines and guidelines for becoming an International Channel Partner and
an overview of the application process can be found at www.apics.org/channelpartner or can be
requested from the regional director noted in the contact section of this document.

V. Program Benefits

International Channel Partners and APICS both benefit from the International Channel Partner
program. International Channel Partners benefit financially from the sale of APICS materials
and services and, usually, from certification prep and educational instruction associated with
those products and services.

From a brand perspective, International Channel Partners benefit from official alignment and
partnership with APICS and its global reputation and, likewise, APICS benefits from the
established brand equity and expertise of the International Channel Partner in their geographic
area.

International Channel Partners also benefit from:

 Annual Regional Partner Meetings
 Annual International Channel Partner Meetings
 Regular training and update webinars
 Regional International Channel Partner Services support
 Monthly Leadership Central newsletter emails
 Access to online portal, Partner Connect to manage customer and member data
 Early access to some APICS research and publications
 Access to ‘ready-to-go’ marketing materials in C-Box

VI. Guidelines and Responsibilities

A) International Channel Partners Guidelines and Responsibilities

The International Channel Partner Agreement and its addenda contain all of the rights and
responsibilities of the International Channel Partner as well as APICS obligations. An overview
is presented below, although this document is not an agreement and may not reflect the most
current version of the International Channel Partner Agreement.

APICS Materials

International Channel Partners have the non-exclusive right to distribute APICS Materials
within the geographic area indicated in their International Channel Partner Agreement.
Without explicit authorization may not copy, reprint, modify or revise APICS Materials,
nor may they upload those materials to the internet. International Channel Partners may
establish a resale price for APICS Materials but must offer favorable pricing discounts to
APICS members.

APICS Certification Exams
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International Channel Partners must promote International APICS Certification
Examinations in their geographic areas. They may also sell APICS Certification Exam
Credits to their Certification seeking customers. International Channel Partners may
establish resale prices on APICS Certification Exam Credits.

APICS Education

International Channel Partners have non-exclusive rights to provide live classroom
instruction of APICS Certification and non-Certification Courses within the geographic
area indicated in their International Channel Partner Agreement (with exceptions
previously mentioned under ‘Geographic Area'). International Channel Partners that
provide classroom instruction must do so using instructors that are part of the APICS
Instructor Development Program (IDP) or have applied to be part of the IDP. Other
instructor guidelines can be found in the International Channel Partner Agreement.

Membership

NPNGO, membership-based International Channel Partners may offer
APICS/International Channel Partner joint-membership and may work with the APICS
Membership team to design and implement valuable joint-membership programs.

FPO International Channel Partners may offer APICS Membership to their customers
and will be entitled to a one-time commission on the sale of new membership, based
upon the level of membership sold.

Certification Maintenance and Other Functions

International Channel Partners are encouraged to develop Certification Maintenance
opportunities that will allow certified individuals in their geographic area to achieve
maintenance points required to maintain their certifications.

International Channel Partners are also encouraged to offer networking, professional
development and career development opportunities in their respective geographic areas.

Payment, Intellectual Property Rights, Code of Ethics and Other Responsibilities

Payment, Intellectual Property Rights, Code of Ethics and Other Responsibilities are
outlined in the International Channel Partner Agreement.

Performance Evaluation

It is APICS hope and goal that all International Channel Partners successfully support
the mission of APICS and the delivery of products, services and value on behalf of
APICS and, in doing so, successfully achieve their own organizational mission and
goals. APICS' International Channel Partner Services are invested in International
Channel Partners' success and will provide as much support as possible to help achieve
common goals.
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Each International Channel Partner will be asked to achieve Minimum Program
Guidelines (MPGs) to maintain their status as an International Channel Partner. Failure
to achieve these MPGs may result in the loss of designation as an International Channel
Partner and the termination of their agreement with APICS. More aggressive PPGs will
be developed for International Premier Channel Partners or those in pursuit of
International Premier Channel Partner status.

B) APICS Guidelines and Responsibilities

APICS Materials

APICS will use best efforts to ensure that the materials provided to International Channel
Partners are current. APICS must also provide its members or those individuals seeking
APICS resources, education or certification with a list of International Channel Partners.

APICS is to provide International Channel Partners with a schedule of APICS Materials
Examinations and pricing and advance notice of any pricing changes.

Corporate Services

With regard to corporations seeking APICS education and certification on behalf of their
employees and who work directly with APICS Corporate Services Department, APICS
will use best efforts to work collaboratively with International Channel Partners in an
effort to provide opportunities that are geographically appropriate and with a view toward
fairness with regard to multiple International Channel Partners operating in the same
geographic area and with a view toward meeting the corporate customers' needs.

Training & Marketing

APICS will use best efforts to provide training, information and other support to
familiarize International Channel Partners with the products and services that they will
provide to end users.

APICS will also provide International Channel Partners with promotional and marketing
materials periodically and can support International Channel Partners in the
Development of their own marketing and promotional tools. Meanwhile, APICS reserves
the right to review and approve any marketing or promotional materials created by the
International Channel Partner using the APICS Brand or promoting APICS products or
services.

APICS' marketing team will present brand and marketing updates, guidelines, changes
and strategies to International Channel Partners so that they may also adapt their
marketing plans to provide message and creative consistency.

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